Market Research and Strategy

Entering North American Markets

Chusid Associates provides international manufacturers with crucial insight into competitive opportunities in this country. We have helped James Hardie and Mt. Isa Mines, Pty. (Australia), CCI (Japan), SK Engineering and Construction (Korea), CaesarStone (Israel), and others to assess the feasibility of transplanting their technologies into North America.

When Britestyle Products Ltd (United Kingdom), for example, patented an innovative construction fastener, they retained Chusid Associates to determine their best opportunity in North America.

After identifying significant barriers to market entry, product liability considerations, technical limitations, and competitive products, Chusid Associates projected that North American sales could not support a US manufacturing operation or unique brand. Instead, we put them in touch with a North American distributor for whom they now private label.

Our expertise in the North American market enabled us to evaluate their situation quickly and accurately; we were able to make our recommendation after just a few days of research.

Green Light A Product Launch

Before tooling-up for to produce ModuLight®, the world’s first low-voltage commercial-grade fluorescent lighting system, Juno Lighting Group asked Chusid Associates for an independent assessment of customer attitudes and interest, pricing and positioning, and the attractiveness of various design options.

We used a three-prong approach to collect market data:

  1. Executive-level demonstrations in the offices of leading contractors.
  2. Small-group presentations onsite at a trade show where we could efficiently survey large numbers of prospects from across the country. And
  3. Focus groups with design professionals and owner/developer representatives.

Based upon this research, Juno was able to refine their proposed product line and to proceed with their investment with increased confidence.

$20 Million In Venture Capital

Weyerhaeuser retained Chusid Associates to conduct research into the North American market for autoclaved aerated concrete (AAC). When Weyerhaeuser opted to stay out of that industry, their project management decided to enter the AAC business as an independent venture. Chusid Associates was instrumental in arranging for them to buy used manufacturing equipment from an overseas producer. We also conducted market research to evaluate the sales potential of the proposed plant location and wrote the marketing strategy portion of their business plan. The start-up used our work to secure commitments for $20 million in venture capital. To learn more about AAC, click here to download PDF.